Political ability and strategies of integrative and distributive negotiation as influential factors in entrepreneurial self-efficacy in Mexico
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Published
18-12-2019
Jorge Armando López-Lemus
Abstract
Purpose: The objective of this paper is to identify the influence of political skills and strategies of integrative and distributive negotiation on self-efficacy, responsible for determining activities, motivation, effort, as well as persistence in the difficulties that are presented to young entrepreneurs in Mexico. Design and Methodology: This study was developed in the state of Guanajuato, Mexico; where it was possible to obtain a sample of 432 young entrepreneurs. A hypothetical structural equation model (SEM) was developed through the statistical software Mplus v.7.0, as well as statistical analyzes were performed through the software STATA v.12. As for the goodness and fit indices of the SEM model (x2 = 242.24 gl = 85, CFI = 0.958 and TLI = 0.949, RMSEA = .06, SRMR = 0.05) were absolutely acceptable (Jöreskog y Sörbom, 1981; Rigdon, 1996; Muthén y Muthén, 2010). Results: According to the results obtained, it is statistically shown that political skills influence in a positive and significant way the entrepreneurial self-efficacy and the integrative negotiation strategy. Likewise, the distributive negotiation does not influence significantly, because this type of strategy only It benefits from a part in the negotiation and not in an equitable way like the distributive strategy. On the other hand, there is a positive and significant mediating effect of the integrative negotiation strategy between political skills and entrepreneurial self-efficacy. Likewise, there is no significant mediating effect of the distributive negotiation strategy between political skills and entrepreneurial self-efficacy. Originality / Value: This study is one of the few that analyzes the relationship between political ability, negotiation and entrepreneurial self-efficacy. Especially in the Mexican context.
How to Cite
López-Lemus, J. A. (2019). Political ability and strategies of integrative and distributive negotiation as influential factors in entrepreneurial self-efficacy in Mexico. Cuadernos De Gestión, 19(2), 113–136. https://doi.org/10.5295/cdg.180943jl
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Keywords
Political skill, strategy, negotiating, entrepreneurial self-efficacy, entrepreneurship
References
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Chapman, E., Miles, E. y Maurer, T. 2017. A proposed model for effective negotiation skill development. Journal of Management Development. 36(7). 940-958. Doi:10.1108/JMD-01-2016-0002
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Dubini, P., and Aldrich, H. 1991. Personal and extended networks are central to the entrepreneurial process. Journal of Business Venturing 6(5). 305–313.
Ferris, G. R., Perrewé, P. L., y Douglas, C. 2002. Social effectiveness in organizations: Construct validity and research directions. Journal of Leadership and Organizational Studies, 9, 49-63. Doi: 10.1177/107179190200900104.
Ferris, G. R., Treadway, D. C., Kolodinsky, R. W., Hochwarter, W. A., Kacmar, C. J., Douglas, C., y Frink, D. D. 2005. Development and validation of the political skill inventory. Journal of Management, 31, 126–152. Doi:10.1177/0149206304271386.
García, A. 2014. Inteligência emocional e estratégias de negociação. Tesis Doctoral Instituto Superior de Economisa e Gestão.
Gartner, W. 1990. What are we talking about when we talk about entrepreneurship? Journal of Business Venturing. 5. 15-28. Doi: 10.1016/0883-9026(90)90023-M
Gielnik, M., Frese, M., Kahara-Kawuki, A., Katono, I. W., Kyejjusa, S., Ngoma, M. y Oyugi, J. 2015. Action and action-regulation in entrepreneurship: evaluating a student training for promoting entrepreneurship. Academy of Management Learning y Education, 14(1), 69-94. Doi: 10.5465/amle.2012.0107.
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Hair, j. Hult, G., Rngle,C. y Sarstedt, M. 2014. A primer on partial least squares structural equation modeling (PLS SEM). USA: SAGE Publications.
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Hiit, M. 2001. Iniciativa empresarial estratégica. SMJ. 22. 479-491.
Human, S. 2000. Construcción legitima en la evolución de las redes multilaterales de las pequeñas firmas. ASQ. 45. 327-365.
Jöreskog, K., y Sörbom, D. 1981. LISREL: Analysis of linear structural relationships by maximum likelihood and least squares methods. Chicago, IL: National Educational Resources.
Khan, G. y Al-Buraki, E. 1992. Strategic planning in Bahrain. Management Decision, 30 (6): 3-9. Doi: 10.1108/00251749210015599
Kirk, D., Oettingen, G. y Gollwitzer, P. 2013. Promoting integrative bargaining: mental contrasting with implementation intentions. International Journal of Conflict Management. 24 (2). 148-165. Doi:10.1108/10444061311316771
Krueger, N, y Brazeal, D. 1994. Entrepreneurial Potential and Potential Entrepreneurs. Entrepreneurship Theory and Practice. 91-104.
Krueger, N., Reilly, M. y Carsrud, A. 2000. Competing models of entrepreneurial intentions. Journal of Business Venturing. 15(5-6). 411-432. Doi: 10.1016/S0883-9026(98)00033-0.
Lamine, W., Mian, S. y Fayolle, A. 2014. How do social skills enable nascent entrepreneurs to enact perseverance strategies in the face of challenges? A comparative case study of success and failure. International Journal of Entrepreneurial Behavior y Research. 20(6). 517-541. Doi:10.1108/IJEBR-02-2013-0020
Lax, D. y Sebenius, J., 1986. The manager as a negotiator: Bargaining for cooperation and competitive gain. New York and London: The Free Press.
Lewiki, R., Barry, B. y Saunders, D. 2016. Essentials of Negotation. USA. Ed. Mc Graw Hill. Sixth Edition.
Lissitsa, S. y Kol, O. 2016. Generation X vs. Generation Y – A decade of online shopping. Journal of Retailing and Consumer Services. 31. 304-312. Doi: 10.1016/j.jretconser.2016.04.015.
López-Lemus, J. 2016. Recursos personales del líder y su influencia con el estilo de liderazgo. Unpublished PhD. Thesis. México. Universidad de la Salle, Bajío.
Makhdom, H. K., y Ghazali, M. Z. 2013. Towards a Substantive Theory of Leadership, Negotiation and Decision Making of Leaders. International Journal of Innovation and Business Strategy, 2. 30-44.
Mayer, J. y Salovey, P. (1993). The intelligence of emotional intelligence. Intelligence, 17(4) 433-442.
McGee J., Peterson, M., Mueller, S. y Sequeira, J. 2009. Entrepreneurial Self-Efficacy: Refining the Measure. Entrepreneurship theory and Practice, 33(4), 965-988. Doi: 10.1111/j.1540-6520.2009.00304.x.
Metcalf, L., Bird, A., Peterson, M., Shankarmahesh, M. y Lituchy, T. 2007. Cultural Influences in Negotiations: A Four Country Comparative Analysis. International Journal of Cross Cultural Management, 7(2), 147 - 168. Doi: 10.1177/1470595807079380
Mintzberg, H. 1983. La naturaleza del trabajo directivo. Ed. Ariel. S.A. España.
Moravcsik, A. 1993. Preferences and power in the European community: A liberal intergovern- mentalist approach. Journal of Common Market Studies, 31(4), 473–524. Doi: 10.1111/j.1468-5965.1993.tb00477.x
Moriano, J., Palací, F. y Morales, J. 2006. Adaptación y validación en España de la escala de Autoeficacia Emprendedora, Revista de Psicología Social: International Journal of Social Psychology, 21(1), 51-64. Doi: 10.1174/021347406775322223.
Moriano, J., Topia, G., Molero, F., Entenza A., y Lévy-Mangin, J. 2012. Autoeficacia para el Liderazgo Emprendedor. Adaptación y Validación de la Escala CESE en España. Anales de psicología. 28(1). 171-179.
Mortan, R., Ripoll, P., Carvalho, K. y Bernal, M. 2014. Effects of emotional intelligence on entrepreneurial intention and self-efficacy. Journal of Work and Organizational Psychology. 30, 97-104. Doi: 10.1016/j.rpto.2014.11.004.
Muthén, B. y Muthén, L. 2010. Mplus Version 5.0 statistical analysis with latent variables: User’s Guide. Sixth Edition. Los Angeles. CA: Muthen y Muthen.
Muthén, B. 2001. Second-Generation structural equation modeling with a combination of categorical latent variables: New opportunities for latent class/latent growth modeling. In Collins, L. y Sayer A. (Eds.), New Methods for the Analysis of Change (289-332). Washington, D.C.
Muthén, B. 2002. Beyond SEM: General latent variable modeling. Behaviometrika, 29(1), 81-117. Doi: 10.2333/bhmk.29.81
O’connor, M. y Arnold, J. 2001. Distributive Spirals: Negotiation Impasses and the Moderating Role of Disputant Self-Efficacy. Organizational Behavior and Human Decision Processes. 84(1), 148-176. Doi: 10.1006/obhd.2000.2923
Okoro, J. 2015. Assessment of Management Competencies Possessed by Postgraduate University Business Education Students to Handle Entrepreneurship Business Challenges in Nigeria. Journal of Education and Practice. 6(18). 129-136.
Pearson, E.S. 1929. Some notes on sampling tests with two variables. Biometrika, 21, 337-360. Doi: 10.2307/2332565
Pearson, E.S. 1931. The test of significance for the correlation coefficient. Journal of the American Statistical Association, 26, 128-134. Dpi: /10.1080/01621459.1931.10503208
Peng, M. 2012. Global Strategy. Cincinnati: Thomson South- Western.
Perrewé, P., Ferris, G., Frink, D. y Anthony W. (2000). Political skill: An antidote for workplace stressors. Academy of Management Executive, 14(3), 115-123.
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